![]() ![]() The Problem Solver – “Customer service rep in sales rep clothes.” Loves solving customer’s problems, often at the expense of generating new business.Will do anything to “save” the relationship. Relationship Builder –Values relationships at all costs, even at the detriment of the company. ![]() As you may have guessed by the title of the book, the best performer of the bunch is actually the Challenger! What does the Challenger do differently? Let’s first take a quick look at the main attributes of each type. However, this is wrong, and they have the data to prove it. They rightly assume that most Sales Managers, CEOs and anyone else responsible for sales in an organization will think their best sales person is the Relationship Builder. Through field tests and interviews, the authors surmise that there are 5 types of Salespeople: So to start, what is the Challenger Sale method and why should you care? What the authors of The Challenger Sale have done is taken a hefty volume of research, posited a theory based on said research, and given step-by-step instructions on how to implement this new theory into a sales team. Luckily, The Challenger Sale has both of these. Maybe it’s me, but I find that it’s really important for business books to hit two criteria: present new ideas and actionable steps. Too often, I start a promising business book with high hopes of gaining some new, valuable insight only to close the book disappointed. ![]()
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